MELANIE A.

KEMPISTY
Howell, MI 48843 517-294-1559kempisme@comcast.net
www.linkedin.com/in/melaniekempisty

Specialty Pharmaceutical Sales Representative

Award-winning sales executive named district MVP 5 times in 9 year span. Team-focused leader, with courage and
candor, that is adept at aligning sales strategies with long-range organizational objectives and near-term sales
goals to build business in specialty, hospital, and territory sales. Uniquely skilled at uncovering business
opportunities through key thought leader development, relationship building and a track record of success in
increasing sales productivity and performance through training, teambuilding, leadership, and networking.
Areas of Expertise

Strategic Planning
Multi Media Sales
Presentations
Sales Planning/Marketing
Territory Management

Thought Leader Development

Team Leader
Training & Development
Pharmacy Support
New Market Development

Revenue/Profit Growth
Product Launches
Respiratory/Immunology
Diabetes
Hematology

Professional Experience
MERCK & CO., INC.
4/1997 12/2015
Senior Sales Representative (1/2013-12/2015)
Marketed and sold oral diabetic and respiratory medications to primary care offices spanning three territories in
Southeast Michigan. Devised and implemented marketing strategies in total office calls, and applied course
correction when analyzing sales performance. Built and cultivated client relationships and assessed new business
opportunities.
Supported a pilot program by selling a vaccine to select customers.
Achieved #1 rankings as new Rx market share leader and new Rx product volume leader.
Senior Executive Respiratory Sales Specialist (1/1998-12/2012)
Marketed and sold respiratory medications to high-volume physicians, including allergists, pulmonologists, ENTs,
pediatricians, and pediatric specialists in the Ann Arbor, Lansing, Jackson, Flint, and metro Detroit areas.
Developed regional product trainer assignment. Attained various hospital formulary additions for new products.
Developed business opportunities by networking and building contacts within the Michigan chapters of several
industry organizations, including the Asthma and Allergy Society, American Academy of Otolaryngology, Asthma
and Allergy Foundation of America, and Washtenaw/Jackson Asthma Coalitions.
Organized training and developed new strategy for product re-launch that was adopted nationally.
Speaker development for 50 regional and national events with key thought leaders in Ann Arbor.
Won Annual Directors Award (top 20%) in 2012 and 2011; and National VP Award (top 10%) in 2002.
Named District MVP by peers in 2011, 2010, 2008, 2004, and 2003.
First winner of the Regional Leadership Award in 2004.

Received national recognition with the District Customer Trust and Value Award in 2011 and 2010.

Melanie A. Kempisty

Page 2 of 2

Merck & Co., Inc., continued.

Health Science Associate (4/1997-12/1997)
Developed market for an innovative asthma treatment, with key thought leaders, creating a launch strategy that
involved seven Grand Rounds, 60 tutorials and preceptorships, eight roundtables, and seven launch programs.
Developed and delivered training and informational presentations, including an educational program on asthma
pathophysiology and management that was implemented region-wide. Monitored industry literature and conduct
research.
Developed relationships with 13 professionals, transforming them into key advocates.
Functioned as district point person for Michigan Asthma and Allergy Society.

RHONE-POULENC RORER PHARMACEUTICALS

8/1990 4/1997
Therapeutic Coordinator (5/1995-4/1997)
Directed a team of six territory sales representatives, managed training and sales budgets, and supported area
manager. Devised and implemented sales and marketing strategies for a line of cardiovascular and respiratory
products. Forecasted sales, established goals, and assessed territory performance. Developed and delivered
training presentations and facilitated team meetings.
Hospital Sales Representative (1/1993-4/1995)
Launched and sold first U.S. approved low molecular weight heparin injectable to orthopedic surgeons,
hematologists, and pulmonologists at 28 hospitals. Recruited study participants, attained 52 Grand Rounds
programs, and delivered high level presentations. Attained 20 hospital formulary additions. Supported a pilot
program for a new Acute Lymphoblastic Leukemia (ALL) drug.
Business Team Leader (7/1991-12/1992)
Hospital Sales Representative (8/1990-6/1991)
Other employment: Sales Representative for Marion Merrell Dow Pharmaceuticals and Del Monte, USA.

Education & Training

Master of Science in Management, Walsh College of Business
Bachelor of Science in Business Administration, Central Michigan University
Major: Marketing Minor: Interpersonal Communications
Asthma Educator Certified, training program